When You Can’t Go to Sea … Mend Your Nets

Nina KaufmanClients, VideosLeave a Comment

2020 has made lots of my consulting clients feel like Rocky Balboa in the 15th round with Apollo Creed. Beaten and battered by the 1-2 punch of COVID and its wake of social, political, and economic disruption… … to the point where they’re no longer panicked. Just numb and exhausted. BUT STILL STANDING. They still … Read More

How Do You Talk “PITA” with Your Clients?

Nina KaufmanClients, VideosLeave a Comment

Since I started talking about difficult, or “PITA” clients, I’ve gotten lots of questions about how to do it … and how to have those conversations with clients. Briefly, there are three steps that solo and small firm owners should know to use the “PITA Tax” or “aggravation surcharge” successfully. Think of it like pulling … Read More

How Can You Charge a PITA Tax?

Nina KaufmanClients, VideosLeave a Comment

A PITA Tax is an aggravation surcharge. It’s an extra charge you add to your fees if a client demands an unreasonable turnaround time, keeps changing their mind, or adds more to your plate than you originally agreed. Sounds good, right? But how does it work? How can you “get away with it”? Here are … Read More

Are You Charging a PITA Tax?

Nina KaufmanClients, Videos1 Comment

Do you find your patience wearing thin with certain clients? You try to be understanding—particularly in the time of COVID. You try to be kind. You want to be of service. But difficult clients …? They deserve to get slapped with a PITA Tax. What’s a PITA Tax … and when it is appropriate for … Read More

3 Tips for Screening A-list Clients

Nina KaufmanArticles, ClientsLeave a Comment

Who are your A-List clients? When it comes to growing your business beyond yourself, clients are the tip of the spear. Without A-List clients, you don’t have good cash flow. And without cash flow, you don’t have a business. If you’re a solo or small firm, your business systems aren’t set up to handle everybody. … Read More